Multiple routes for social influence: The role of compliance, internalization, and social identity

被引:262
作者
Bagozzi, RP [1 ]
Lee, KH [1 ]
机构
[1] Rice Univ, Jones Sch, Houston, TX 77005 USA
关键词
D O I
10.2307/3090121
中图分类号
B84 [心理学];
学科分类号
04 ; 0402 ;
摘要
Individual and shared intentions to participate in a group activity were studied for Koreans and for Americans. For Koreans, individual intentions were functions of attitudes, whereas shared intentions were functions of social identity reactions (i.e., self-categorization, affective commitment, and evaluative significance). For Americans, individual intentions were functions of attitudes and group norms (i.e., internalization), while shared intentions were functions of subjective norms (i.e., compliance) and group norms. The differential effects of personal and social factors on intentions were explained from the viewpoint of social influence theory. Further, cultural background (i.e., an independent-based versus an interdependent-based orientation) was found to moderate these effects.
引用
收藏
页码:226 / 247
页数:22
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